Why Naming A Precise Figure During Negotiations Could Backfire

In most situations, precision can influence social perceptions during a negotiation, suggesting more confidence and competence, the researchers wrote in their study, which was published in October in the journal Psychological Science. People tend to assume that those they’re communicating with provide exactly the right amount of information needed — not any more, and not any less, the researchers said. Thus, people may intuitively feel that a more precise offer reflects more knowledge about the value of what is being bought or sold, the investigators said. [7 Ways to Reduce Job Stress]

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